We’re going to use some diagrams to show you how this all works. In all of the diagrams, we use a target as a symbol for the goals of the position and an ‘X’ as a symbol for the starting place of the person in that position (they are about to begin to achieve their goals).

Figure 1: Manager’s Route to a Goal

Manager’s route to a goal

The first diagram, labeled Manager’s Route to a Goal, illustrates the path that you would take to achieve the goal. Perhaps you started the business or the department, or perhaps you already held the position responsible for this goal. Nevertheless, you’ve already acquired the skills and experience to achieve this goal, and you know exactly how to do it. To you, it’s a straight line – you do some activities in a certain way, and there you are at the goal. Simple.

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John Cioffi received his first business education in his family’s restaurant and lodging business. He later held executive positions in several companies, ranging from start-ups to a Fortune 100. He has been a business coach for more than 15 years, is a frequent business speaker, and is a partner in GoalMakers Management Consultants. He received a BA from Colby College, a master’s degree from Dartmouth, and an MBA from Wharton.

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